appointment setting is this new buzzword it's this new business model that everybody's pushing even if they've never been one before but how do you actually do the job you see everyone makes videos on how to get appointment setting clients and how the business model works and trying to sell you with their coaching program how do you actually perform the job so you can make as much money as possible well in today's video I'm going to show you guys exactly how to be a really really good appointment setter whether that's on the phone or whether it's
setting appointments over DM so that you can make more commission so guys the first thing we need to do is differentiate there are two kinds of appointment setting and then even past that there's a couple different ways that they're used so you have phone Setters and you have DM Setters phone is literally calling people DM is in the inbox on Instagram or Facebook group or something like that past that you have a different sales process right for example I have both kinds of Setters but I use my phone Setters to actually call people in our
CRM call people in our software and be like hey we saw you check this out or we saw you got this resource or you went through this guide I just want to see how that is for you and then they set them on a call with a closer then you have my DM Setter who just messages everybody in my Instagram or my Twitter and books those people on an appointment so it's very important to know the difference because if you're a DM Setter you're gonna be using a little bit different of a skill compared to
doing it on the phone regardless both follow about the same process and I'm going to go over that right now with you guys so you can make as much money as possible once you actually get on a sales gig your first job whether on the phone or DM as an appointment setter is what we call qualifying the whole purpose of a Setter is to book someone on a call but if you just book anyone on a call you're wasting your sales team time and you're costing the company that you're working for money so it's very
important that you qualify people and that's literally as simple as income and what do you make what do you currently have to invest and get a ballpark of that you're not directly going out and asking people hey John uh do you have ten thousand dollars like that's not how it works but you say hey like what do you do for a living right now although I'm unemployed then you can dig a little bit deeper because if they're unemployed they probably don't have a lot of money but you want to set quality appointments because when they
close is when you get paid if you're just setting all these people from India or all these random people that opt into something that are not good quality leads for whatever offer you're selling you're going to waste your time and you're gonna waste your sales team time the next step is digging into their current situation and their desired situation so if you know anything about high ticket sales we have this thing called The Gap right where are you right now where do you want to be my offer is the thing that bridges that Gap well
in appointment setting we want to get the same kind of information and you're not going to be selling anything on this call except for that next call you're not going to sell an offer you're not even going to talk about an offer but you want to understand okay you're right here right now John you want to be here why and that leads me to my next point which is urgency you want to figure out why they want to do something right now opposed to why not wait and do this a month later because if you
can ask that question and the prospect can say hey well I really need to do this now you can kind of tie them into that next call a lot better than if it wasn't urgent or there was no lack of purpose or there was no I need to do this it was kind of like a this would be nice to do type of thing so by asking the right questions and understanding okay you're here right now you want to get here and actually digging into that a little bit you can then create urgency and then
do the next step which is setting that person on a call and throughout this process you should be doing what I love to call just simply like relating so you're relating your offer without actually giving offer details or you're relating the results you've gotten so while I'm asking this process of like you're right here right now and you want to be here I can kind of sneak little things in like oh that's that's awesome man we've actually helped a ton of people in college as well or oh that's awesome we've helped a ton of people
in the same situation and these subtle little what I call relations are going to make people feel like they're familiar and it's comfortable and you've been there and you've helped this kind of person before it's not something new it's going to really take sales pressure off of them because they're getting on this next call with an actual salesperson so you don't want them to be all anxious for the call and feel like they're about to go get sold you want this to be more of like a friendly thing more of a yeah we've helped a
ton of people with that and and these coaches they're they're going to really really give you a good game plan that kind of thing rather than hey how much money do you have okay cool here's a sales call that doesn't work also you want to be foreshadowing the call and kind of getting them excited so this is more for like b2c like coaching offers and Consulting and courses and things like that this doesn't work as well for B2B that's sophisticated but when you're doing this b2c kind of stuff you can get them excited for the
call so instead of framing this as oh you're getting on a sales call frame it as you're getting on a coaching call or you're getting on a a call with a Student Success manager or one of our coaches or something like that and get them excited so our Setters will literally talk to people and be like hey man uh we're gonna book you on this call listen they know a lot more than I do my job is just to qualify you and kind of see if this is a good fit but man I'm telling you
these guys are amazing they're doing what exactly what we're going to teach you guys how to do they make the money that we're telling you you're going to make and it's going to be really really valuable call and these people will show up for this call and they'll be very excited and it increases our show rate which is my next point being a good appointment setter is getting people bought in to that next call it doesn't matter if you can set them if they don't show up or if they're not qualified there's a lot of
little nuances that no one wants to tell you guys so getting them to show up for that call is as simple as making sure one it's a good fit two your call qualifying the person and you're knowing that they're a good fit for your offer and then three you're getting them bought into that call I mean button emotionally and I mean bought in mentally so if you just force someone into booking a call they're not going to show up but if you get them excited on their own record and you get them ready to go
for that call they're probably going to show up a good Setter will have about a 70 80 show up rate if it's below that you're kind of struggling you're probably doing something wrong or maybe your offer is bad but you want to make sure that these people are quality and that they show up because you get paid when that appointment closes not just for booking that appointment sometimes people do a base pay but your real big dog organizations they're gonna pay you when the deal closes another important note is this is not a sales call
a lot of rookie appointment Setters that we train and people that I've seen will kind of treat this like a sales call and they'll start talking about the offer like oh yeah I mean we have this course and man we got these features and they do this like you never want to do that your whole goal is to focus on getting them on the next appointment the closer's job is to sell them and actually close them okay so if someone asks you the price which is a common thing like you're on a call of the
setter hey man like I don't waste my time like how much is this rookie Setters will start to kind of defend or like justify or try to sell or say features or whatever that's not what you want to do you simply want to say hey John uh honestly I'm not sure my job is only to speak with you guys and make sure you're a good fit and that we can even help you uh but that would be a really good question for one of our coaches when you get on that next call deflect it it
goes to the next call then they get on the call with the right expectation and they're not hopping on with this like oh how much is it attitude which is is awful to have in sales so remember your job is to qualify set properly make sure they're actually going to show up to your meeting create a gap and create a little bit of urgency for that next call hype up the next call and then hand off that appointment guys it's as simple as if you're doing it over DMS you send a calendar link you say
hey let me know when you're booked so I can confirm with our team just so you know they actually book if you're doing it on the phone you got your laptop in front of you you say hey man uh what's a good time for you how about tomorrow at 12 o'clock does that work and you want to actually make sure it's a good time for them you don't want to just book them on a calendar and if it's a good fit say awesome so I'm going to send you an email right now uh if you
could please confirm that you get that and Mark yes on your calendar and then we can go ahead and hop off this call and we'll see you on the next one and you want to kind of hand that off smoothly you don't want to just be like okay cool you're set okay I'm done on the next call that's that's not how it works so you got to make sure it's quality you gotta make sure they actually show up and if you guys do everything in this video you're going to make a lot more money as
an appointment setter than anything else I'm telling you this is the absolute easiest thing I've ever done in my life to make money so God bless I'll see you guys on the next video peace
